Area Business Manager

6 days ago

Chennai, Tamil Nadu, India Fresenius Medical Care Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Job Description :

To lead, manage, and develop a team of front-line sales representatives to achieve business objectives in the Renal Care segment. The ABM will be responsible for driving regional sales performance, market development, and execution of company strategies in alignment with organizational goals.

Location: Bangalore.

Key Responsibilities:

1. Team Management:

  • Lead and supervise a team of 5 – 6 Territory Business Managers.
  • Conduct regular field visits to provide coaching, support, and performance feedback.
  • Monitor team productivity and ensure adherence to KPIs (call average, HCP coverage, etc.).
  • Motivate and retain high-performing team members through ongoing development and engagement.

2. Sales & Business Development:

  • Achieve monthly, quarterly, and annual sales targets in the assigned territory.
  • Analyze sales data and market trends to develop action plans and improve market share.
  • Identify and develop new business opportunities in hospitals, nephrology clinics, dialysis centres, and key accounts.

3. Customer Relationship Management:

  • Build strong relationships with key stakeholders, HCP, dialysis centres, hospital pharmacists, and procurement teams.
  • Support the team in organizing CMEs, awareness programs, and other customer engagement activities.

4. Execution of Marketing Strategies:

  • Ensure seamless execution of marketing campaigns, product launches, and promotional initiatives.
  • Provide market feedback to marketing and product management teams for strategic alignment.

5. Compliance & Reporting:

  • Ensure adherence to company policies, regulatory guidelines, and ethical standards.
  • Submit timely reports on team performance, market trends, and competitor activity.
  • Monitor and ensure proper usage of CRM tools and reporting systems.

Key Performance Indicators (KPIs):

  • Team sales target achievement
  • HCP coverage and call average
  • New account/customer additions
  • Execution of strategic initiatives
  • Team retention and development

Qualifications & Experience:

  • Graduate in Science/Pharmacy; MBA preferred.
  • 6–10 years of MedTech sales experience, with at least 2 – 4 years in a first-line managerial role.
  • Experience in the Nephrology / Renal Care therapeutic area / MedTech is preferred.

Key Skills:

  • Leadership & team management
  • Sales planning & execution
  • Stakeholder management
  • Analytical and problem-solving skills
  • Excellent communication & interpersonal skills
  • Strong understanding of renal therapy products and market dynamics

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